Hired and fired... It's the revolving door on sales teams.
Executives hire what they believe to be great salespeople, but the
results never come - and the salespeople are let go. This perpetual
cycle eradicates profits, makes revenue targets pipe dreams, and
has sales leaders pulling out their hair in frustration.
Despite these issues, executives continue to try to "hire great
salespeople." That three-word expression is exactly what Hire
Right, Higher Profits is all about. Sales management strategist,
Lee Salz begins the book by challenging readers with the $25,000
Revenue Test which most executives fail. Then, he hits readers
between the eyes with the statement "there are no great
salespeople" and offers proof of it He also cautions those
executives - who view the competition as their primary sales talent
source - of its risks.
But Salz doesn't stop there He challenges executives to shift
their perspective from hiring salespeople to investing in revenue.
Each salesperson represents a revenue investment made by the
company with the core objective of receiving a fast, high return on
it - no different than when companies invest in sales strategies,
tactics, and ideas to grow revenue.
Hire Right, Higher Profits teaches executives how to determine
what type of revenue investment is needed, evaluate revenue
investment candidates and get a fast, high return on the investment
made in their new salespeople. The book is a step-by-step,
practical guide teaching you how to implement the revenue
investment concept - impacting both the top and bottom lines. It's
a fun, educational read and is chock-full of stories as you learn
how to:
* Shift your executive team's perspective from hiring
salespeople to investing in revenue
* Identify the factors that affect revenue investment
performance - the causes of a salesperson's success or failure in
the role
* Assemble a Revenue Investment Evaluation Program to contrast
candidates with the performance factors
* Scrutinize a Revenue Investment Prospectus - a salesperson's
resume - to get to the truth
* Evaluate candidates so you select the right salespeople for
revenue investments
* Protect the revenue investment through structured sales
onboarding
* Design sales onboarding curriculum to get a fast, high return
on the new revenue investments
* Assess revenue investment performance both during and
post-onboarding
The methodology presented in Hire Right, Higher Profits can be
implemented in any company, in any industry, of any size. The book
is not based on scientific studies, but rather on real-world,
field-tested sales management practices that Lee Salz has developed
and used for over twenty years with both his sales teams and for
clients. Whether you are a seasoned executive or new sales manager,
this book has everything you need to build a world-class sales
force.
General
Is the information for this product incomplete, wrong or inappropriate?
Let us know about it.
Does this product have an incorrect or missing image?
Send us a new image.
Is this product missing categories?
Add more categories.
Review This Product
No reviews yet - be the first to create one!
Welcome to Loot.co.za!
Sign in / Register |Wishlists & Gift Vouchers |Help | Advanced search
